SL Conversion 4

Question 1

Which of the following scenarios represents a 'false close' that can harm conversion?

Accepted Answer

Telling a prospect the product is 'almost sold out' when it is not to create urgency

Answer

Fabricating scarcity is a deceptive tactic that can destroy trust and eliminate any chance of conversion.

Question 2

What role does 'mutual action plan' (MAP) play in B2B sales conversion?

Accepted Answer

It aligns the buyer and seller on steps, timelines, and stakeholders needed to close the deal

Answer

A MAP creates shared accountability and keeps complex deals moving toward close by aligning both sides on next steps.

Question 3

When a prospect requests a discount, what should a sales lead do first?

Accepted Answer

Understand why they want a discount and what they are willing to give in return

Answer

Understanding the reason for the discount request allows you to address the underlying need and protect deal margin.

Question 4

What is the purpose of a 'trial close' during a sales conversation?

Accepted Answer

To test the prospect's readiness to buy by gauging their reaction to a hypothetical commitment

Answer

Trial closes reveal where the prospect stands in their decision process without forcing a final commitment prematurely.

Question 5

A deal has stalled for three weeks with no response. Which action is LEAST likely to revive it?

Accepted Answer

Sending the original proposal again with no changes

Answer

Resending an unchanged proposal adds no new value and is unlikely to re-engage a prospect who has already gone silent.

(SL) Sales Lead Practice Test